Question 1

The preapproach to selling might include:

Accepted Answer

The answer of The preapproach to selling might include:
...

Question 2

Andre wants to sell Teko Ecoploy socks, an earth-friendly product made from recycled plastic bottles, to a buyer for chain of luxury hotels. During his preapproach, Andre:

Accepted Answer

During the preapproach, Andre should gather information about the buyer's preferences and attitudes, such as how they feel about planet-friendly products, to tailor his sales approach effectively.

Question 3

A sales person can design his or her sales presentation using an approach called AIDA. These letters are an acronym for:

Accepted Answer

AIDA stands for Attention, Interest, Desire, and Action, which are the stages a salesperson aims to take a potential customer through during the sales process.

Question 4

Andre wants to sell Teko Ecoploy socks, an earth-friendly product made from recycled plastic bottles, to a buyer for chain of luxury hotels. When he walks into the buyer's office, he is carrying a large, empty plastic bottle. Then he says, "Can you imagine putting this on your tired feet? Well, I can." With that he whips out a pair of the socks. In terms of the AIDA approach, Andre was trying to create _____ before he actually asked to customer to buy.

Accepted Answer

Andre's approach was designed to capture the buyer's attention by using a surprising and visual method, which is the first step in the AIDA (Attention, Interest, Desire, Action) model.

Question 5

Andre wants to sell Teko Ecoploy socks, an earth-friendly product made from recycled plastic bottles, to a buyer for chain of luxury hotels. When the buyer agrees to order ten dozen pairs, Andre has reached what stage of the AIDA approach?

Accepted Answer

The AIDA model stands for Attention, Interest, Desire, and Action. When the buyer agrees to order ten dozen pairs of socks, it means Andre has successfully navigated through the AIDA stages to the final stage, Action, where the buyer takes the desired action by placing an order.

Question 6

Which of the following activities is NOT included in the sales presentation stage of the personal selling process?

Accepted Answer

The sales presentation stage focuses on engaging the prospect and addressing their needs, while evaluating the presentation for results typically occurs after the presentation is completed.

Question 7

Bradley has been hired to sell products for USA Floral Products, Inc., a manufacturer of products to make the floral retailer's job easier. His sales manager has asked Bradley to develop a practice sales presentation, which he will deliver at a meeting tomorrow. To be a success, Bar Bradley's sales presentation should begin with:

Accepted Answer

Bradley's sales presentation should start with ideas that capture the prospect's attention, making them interested in hearing more. This is essential for engaging the audience right from the beginning.

Question 8

The first step in a sales presentation is to:

Accepted Answer

The first step in a sales presentation is to attract attention or generate curiosity. This is essential to engage the customer and make them interested in what you have to offer.

Question 9

The AIDA approach is commonly used in sales presentations. Frank Rosson plans to use this approach when he goes to sell handcrafted cookie cutters to a chain of kitchen boutiques. As part of the first "A" in the approach, he would most likely:

Accepted Answer

The first "A" in the AIDA approach stands for "Attention." Frank Rosson would most likely show up at the store with a batch of sugar cookies made using some of his company's more unusual cutters to grab the attention of the store owner, which aligns with the goal of the first "A" in AIDA.

Question 10

In the personal selling process, the most likely time to use a canned sales presentation is during the _____ stage.

Accepted Answer

A canned sales presentation, which is a memorized, standardized message conveyed to every prospect, is most appropriately used during the presentation stage of the personal selling process. This stage is where the salesperson communicates the value proposition to the customer in a structured manner.

Question 11

A canned presentation:

Accepted Answer

Canned presentations are pre-prepared and do not allow the salesperson to adapt to the specific needs or desires of the customer, as they follow a set script or format.

Question 12

The AIDA approach is commonly used in sales presentations. Raymond plans to use this approach to sell a new waffle maker called Wafflebakes. It makes waffles that break apart into 10 bite-size pieces that have letters on one side and numbers on the other. He wants to sell it to the owner of a chain of kitchen boutiques. As part of the "I" and the "D" in the approach, Raymond should:

Accepted Answer

The "I" in AIDA stands for Interest and the "D" for Desire. Demonstrating how easy and fun the waffle maker is directly aligns with generating interest and creating a desire for the product.

Question 13

The AIDA approach is commonly used in sales presentations. Linda wants to use this approach to sell a new line of mildew-proof shower curtains to a chain of stores that specialize in items for the bath and the bedroom. The last "A" in the approach tells her she should:

Accepted Answer

The AIDA approach stands for Attention, Interest, Desire, and Action. The last "A" refers to Action, which in the context of sales, often means closing the sale or getting the buyer's commitment, which can include getting the buyer's signature on a buying contract.

Question 14

Maria sells Avon products to the people at her work. As an office worker appears ready to buy, Maria might say, "Would you want this perfume with an atomizer or in a refill bottle?" Maria would be engaged in:

Accepted Answer

Maria is using a trial close, which is a technique to gauge the customer's readiness to buy by offering options as if the purchase decision has already been made.

Question 15

Andre wants to sell Teko Ecoploy socks, an earth-friendly product made from recycled plastic bottles, to a buyer for chain of luxury hotels. He asks the buyer, "Would you prefer the socks in plastic bags with the hotel logo on them?" Andre is engaged in:

Accepted Answer

A trial close is a technique used by salespeople to assess a prospect's readiness to buy by asking a question that assumes the prospect will make a purchase. By asking the buyer if they would prefer the socks in plastic bags with the hotel logo, Andre is essentially gauging the buyer's interest and moving towards closing the sale without directly asking if they will buy the product.

Question 16

Kamila asked the customer, "Do you want your new gas grill delivered Monday afternoon or Tuesday morning?" She was engaged in:

Accepted Answer

Kamila's question is an example of a trial close, where she is attempting to gauge the customer's readiness to make a purchase by suggesting specific delivery times. This technique helps in assessing the customer's buying intention without directly asking if they want to buy the product.

Question 17

As part of the sales presentation, a sales person may periodically venture a(n) _____ close to test the prospect's willingness to buy.

Accepted Answer

A trial close is a technique used by salespeople to test the prospect's readiness to make a purchase decision by asking a question or making a statement that assumes the prospect is moving towards a purchase.

Question 18

Near the end of the sales presentation for a Krups ice cream maker, when it looked as if all the customer's objections had been met, Jeffery asked him, "Can't you just taste how good fresh ice cream will taste next summer, or do you really prefer that stale store-bought ice cream taste?" This is an example of a(n) _____ close.

Accepted Answer

The answer of Near the end of the sales presentation...

Question 19

The toughest objections a sales person will encounter during a sales presentation are:

Accepted Answer

Unspoken objections are the toughest because they are not directly communicated, making it difficult for the salesperson to address and overcome them effectively.

Question 20

To deal with objections during a sales presentation, the sales person should know:

Accepted Answer

Showing the product's benefit to the customer is crucial in addressing objections during a sales presentation. It helps in demonstrating the value and relevance of the product to the customer's needs or concerns.

Quiz 18: Personal Selling and Sales Management